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Rimini Street · 5 days ago

Sr. Account Executive

New York, United States

Full-time

Hybrid

Senior Level, Lead/Staff

$140K/yr - $150K/yr

10+ years exp

Rimini Street, Inc. is a global provider of end-to-end enterprise software support and innovation solutions. They are seeking an experienced Sr. Account Executive to drive sales of their technology service offerings and expand their client base while consistently meeting sales quotas.

EnterpriseEnterprise SoftwareInformation TechnologySoftware

Responsibilities

Consistently meet or exceed quarterly and annual sales quotas

Win deals with new logos and cross-sell to existing clients

Provide accurate forecasts that allow Sales Management and Regional GMs to deliver on commitments to goals and appropriately plan business operations and expenses

Drive the sales process by working collaboratively with functional peers (Sales Engineers, Delivery, Operations, Legal, Marketing, Finance) to successfully close deals

Work collaboratively with the entire go-to-market team in the Region (marketing, pre-sales, onboarding, and post-sales client success managers) to meet the company’s strategic goals, including entering new markets and introducing new offerings

Create awareness and demand for Rimini Street products and services by developing your territory with the support of field marketing and your own outreach

Develop sales-qualified leads by identifying opportunities through direct prospecting, lead follow-up, networking, and collaboration with the lead generation team

Establish a dialogue with prospects to understand their goals, problems, and needs

Contribute to and guide prospects’ strategic vision, and their understanding of how Rimini Street’s solutions address their business needs

Use company-provided assets to create or customize compelling sales presentations, messages, positioning statements, and other sales collateral

Use current Social and Digital selling strategies to maximize opportunities via Social Networking platforms

Be an expert in LinkedIn, LinkedIn Sales Navigator or similar tools to develop outreach in your territory. Update and track all activities in our Salesforce CRM tool. Leverage Clari or similar sales efficiency tools to help manage and report on your opportunities

Leverage successful core offerings and an existing installed base to grow sales of new and emerging services in a multi-offering portfolio

Grow business with existing clients by expanding footprint of current solutions (often Support), and selling complimentary solutions (AMS, other Managed Services), and Professional Services

Assist the Renewals Sales Team with client Renewals when required

Qualification

Sales ExcellenceTechnology Solutions SalesApplication Management ServicesSalesforce CRMRelationship ManagementNegotiation SkillsCustomer-Centric ApproachEntrepreneurial SpiritOrganizational SkillsCommunication Skills

Required

10+ years experience selling technology solutions to large enterprise customers

5+ years experience selling a range of technology services including software Support, Managed Services and Professional Services

2+ years experience selling Application Management Services (AMS)

Track record of outstanding Sales achievement, consistently meeting or exceeding quota, growing client accounts, and making annual Sales or President's Club

Experience winning both new logos and cross-selling to existing clients

Experience selling Services and Solutions for existing software products

Experience working with Sales teams in a team-selling model, on both new business and Renewals of service contracts

Strong understanding of sales fundamentals and sales methodologies including solution selling, team selling and the Salesforce.com application

Highly evolved selling, relationship management and negotiation skills and the ability to interact with a range of prospect and customer roles from C-level executives, to IT, Procurement, Legal, Finance and line-of-business representatives

Ability to simultaneously manage multiple deals of different sizes and complexity and manage/allocate resources and time to achieve the best overall outcome

Customer-centric approach and a passion for helping prospects and customers address issues and focus on improving their core business

The passion and persistence to disrupt the status quo, introduce new technologies and drive alternative approaches to solving business challenges

The drive to find and nurture new opportunities and build out a territory, through direct sales prospecting and the ability to engage prospects with a consultative approach

The ability to build and maintain client relationships and earn their respect, so they can be called on for prospect references and marketing assistance

Business acumen developed through years of experience in Enterprise software and/or services businesses. Domain expertise working in and with software companies with revenue in excess of $1B/year

Strong organizational skills for territory and account planning, and to lead, track and report on opportunities as they progress through the sales cycle

Outstanding communications skills, written, verbal and in presentations

Willingness to embrace change and adapt in a rapidly evolving, fast-moving environment

Hands-on approach with the grit, determination and can-do attitude to take on whatever needs to be done

Bachelor's degree or equivalent required